Stop Selling to One Contact. Start Winning the Entire Buying Committee.

That’s where Decision-Maker Mapping makes a difference.

Download Your Free Decision-Maker Mapping Template @ https://www.motm.tech/contact-us/

What Is Decision-Maker Mapping?
Decision-maker mapping is a strategic sales process that helps businesses identify key stakeholders within a target account, understand their priorities, and build targeted outreach strategies.
From engineering managers and plant heads to procurement teams and financial approvers, understanding who matters—and what matters to them—can help sales teams move opportunities forward with greater confidence.

Why Does It Matter?
Without a clear stakeholder map, even promising deals can stall because of hidden objections, missed decision-makers, or unexpected approval requirements.
Effective decision-maker mapping helps B2B sales teams:
• Identify key stakeholders across engineering, operations, procurement, and finance.
• Uncover buying priorities and potential objections early.
• Personalize sales outreach to each stakeholder’s needs.
• Strengthen account-based marketing (ABM) with coordinated engagement.
• Reduce sales delays by understanding the buying process.

5 Steps to Map Your B2B Buying Committee
1. Define the opportunity: Identify the business problem driving the purchase.
2. Map key functions: Start with engineering, operations, maintenance, procurement, and finance.
3. Identify stakeholders: Research the people involved in evaluation and approval.
4. Validate the buying process: Ask who evaluates, uses, approves, and supports the solution.
5. Take targeted action: Tailor your messaging and track every stakeholder interaction in your CRM.
Turn Stakeholder Insights into Sales Opportunities:
Imagine pitching an automation solution to a manufacturing company. Engineering evaluates technical compatibility, operations prioritizes uptime, procurement assesses supplier terms, and finance reviews the business case.
One solution. Multiple decision-makers. Different priorities.
Mapping these stakeholders helps your sales team deliver the right message to the right person at the right time.

About MOTM:
MOTM Technologies helps engineering, manufacturing, industrial, and automation businesses combine market research, ABM, targeted prospecting, cold email outreach, lead qualification, and sales follow-up.